There are too many books on traditional dogma, which are basically useless. The job of sales is to communicate with people. Express your meaning completely. Grasp the customer's mind. All these require you to think more about society and interpersonal communication. This is a shortcut.
If you really want to do a good job in sales, you only need to read the book 12 sales management must read. Reading too many miscellaneous books will be harmful to your personal growth. After reading this book, you can read dozens of books less. It is a highly refined book. It can save a lot of time and money by systematically stringing together the contents of other books and explaining the whole sales process clearly.
"sales management must read 12" focuses on professional quality (mentality, communication, etiquette, etc. ) What stages should a novice salesman go through to get started quickly, such as locating customers, introducing products, finding customers, gaining customers' trust, approaching customers, serving customers, making customers refer to them, using common words, etc., and telling you how to go through each step. There are also supporting cases in various industries. And the high turnover rate commonly used in the industry. In short, it is of great practical value. In fact, there are few professional books about sales, and even fewer can write such detailed books.
Sales is not a tough attitude to promote products, nor is it a blind pursuit of efficiency. Sales means establishing a reasonable system, creating conditions for successful sales, and effectively managing and motivating business personnel.
Whether it is B2B or B2C, you will find the answers to almost all the key questions related to sales management, such as integrating marketing and sales, evaluating the business cycle and its impact on sales, realizing the transition from solution sales methods, exploring new micro-markets and encouraging sales staff.
Further reading: What kind of ability should a salesperson have? Too comprehensive. Do you have everything?
The most important thing to know first is that sales require strict logic.
Then sales need to have the following qualities and abilities:
Quality:
Familiar with product knowledge, including production technology, varieties, characteristics, installation, maintenance, etc.
Understand all kinds of information about the industry, and pay attention to collecting information about competitors.
Five sales forces: observation (with a philosopher's mind); Adaptability (psychologist's judgment); Performance (the actor's passion); Persuasiveness (eloquence); Management ability (manager's talent).
Basic etiquette knowledge (such as welcome, water pouring, conversation, manners, farewell, etc.). ).
Good mentality and diligent working attitude. Never give up every effort, do things calmly, and be positive and generous.
Good sense of service.
Strong sense of sales promotion.
Ability:
Anti-pressure ability: basically, more than half of the sales staff failed to do a good job and fell on the pressure. It's true that sales work is stressful. Because the work content is always changing, unlike doing technology, you can support yourself for a lifetime with one move. Therefore, it is not an exaggeration to put pressure resistance in the first place. Whether it is suitable for sales depends first on whether your ability to withstand pressure is enough.
Thinking ability: Although sales are always changing, we must take steps before doing it, and then we will continue to find new problems according to the previous steps, and finally reach a deal or modify the previous steps to continue. The ability to take this step is the ability to think. It is normal for many salespeople to have no thinking ability, because it is a kind of continuous learning ability.
Execution: thinking determines methods, and execution determines success or failure. Many people do have a lot of good ideas in their minds, but it is hard to implement them. What is the final result? I thought of a thousand ways at night and got up in the morning to go the same way. In fact, the difference lies in the implementation of this point. Now, looking at the recruitment information of some enterprises, it is often mentioned that an executive power is this. It can be seen that enterprises and bosses will pay more and more attention to this ability in the future.
Communicative ability: What is sales for? In fact, it is to get people. This is true whether it is telephone sales, online sales or offline sales, but the specific sales model determines your sales methods and words. This requires you to have good communication skills. Some salespeople are afraid to meet customers because they don't know what to say. But this does not mean that there is no communication ability, because this skill also needs to be exercised.
Learning ability: This is very important. Especially the one selling white. Many people ask themselves if they want to study before deciding whether to do sales. If you don't want to study, then I advise you not to do it. Because there are too many things to learn in sales. Why do many companies have meetings every day? In fact, they are asking employees to learn through their own summary. This learning ability determines the speed of your progress. How to learn specifically.
In short, the required reading of Sales Management 12 is worth learning by every professional who is doing sales or intends to do sales in the future. If you really understand the truth in the book, I believe this will be one of your competitive advantages in the workplace.